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Exam 5: Adaptive Selling for Relationship Building

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Question 51

True/False

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Assertive people readily express joy,anger,and sorrow,while responsive people do not.

A) True
B) False

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Question 52

Multiple Choice

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_____ refers to a dimension of the social style matrix that describes how emotional people tend to get in social situations.

A) Assertiveness
B) Attentiveness
C) Receptiveness
D) Awareness
E) Responsiveness

F) A) and E)
G) All of the above

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Question 53

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Which of the following describes a limitation associated with the use of the social style matrix as a sales training tool?

Personal selling is the most effective marketing communication medium because it allows salespeople to manipulate customers.

When Marty met with his supervisor,the supervisor congratulated him for achieving 4 out of his 6 sales call objectives for the quarter and told him to try harder to achieve all of his sales call objectives in the next quarter.He then asked him to send in the next salesperson for her evaluation.Marty had hoped his supervisor would provide him with some help in figuring out why he had been unable to achieve all of his objectives.Marty wanted _____ feedback,but his supervisor gave him _____ feedback.

It is important for salespeople to be able to retrieve brochures and other business collateral from their knowledge management systems.

What does diagnostic feedback provide to salespeople?

Highly responsive people devote more effort toward controlling their emotions.

The _____ method of sales presentation is most consistent with the application of the marketing concept.

A canned presentation is designed on the basis of the needs of a customer.

Salespeople need product knowledge about competitors' products as well as their own.

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants.For example,the orderly,serious,and thorough nature of analyticals may also be perceived as:

Even though Vincent has an analytical orientation,he is able to modify his sales presentations to accommodate the styles of his customers.This means that Vincent has a high degree of:

Which of the following statements about training systems for developing adaptive selling skills is true?

Individuals classified as "expressives" in the social style matrix are low on assertiveness and low on responsiveness.

"If you'd follow my instructions more carefully and focus on getting the job done,you'd be a lot more successful." These instructions tell you that the person giving them is most likely a(n) _____ according to the social style matrix.

Describe the amiable and analytical social styles and the appropriate sales techniques for each style.

The _____ method of conducting a sales presentation offers the greatest opportunity for a salesperson to respond to client input.

A salesperson who is a specialist,has a well-defined set of interests,and avoids negotiations by sticking to his principles is highly versatile.

Each quadrant of the social style matrix defines a different type of personality.People who are low on assertiveness and high on responsiveness are called: